National Account Director - Medicaid

Organon is currently seeking a Director, Medicaid to lead Medicaid payer engagement and drive broad access for the company's Medicaid brands throughout their lifecycle. The role manages relationships with state Medicaid programs, ensures compliance, maximizes reimbursement, and drives product market access.

This Director, Medicaid is responsible for developing and maintaining strong knowledge of state Medicaid, executing pricing and contracting strategies, monitoring policy and regulation changes that influence therapeutic areas, and having a thorough understanding of P&T and DUR meetings. The role requires influencing multiple stakeholders to achieve rapid formulary inclusion of launch products.

The role will develop and execute account-specific strategies for regional payer accounts and PBMs within the Medicaid channel, collaborating cross-functionally with sales, marketing, health economics, contracting, and payer account directors to balance affordability and access while meeting strategic goals. The Director, Medicaid reports to the Executive Director, Market Access.

• Medicaid Program Management
  • Oversee and manage engagement with state Medicaid programs and understand program requirements, policies, and regulations.
  • Ensure effective communication to key payer stakeholders, decision makers, and the Regional Account team regarding label changes, pricing, bids, and product information.
  • Understand PBM/Medicaid relationships and manage managed Medicaid contracts and pull-through.
  • Attend P&T/DUR meetings and understand committee dynamics for priority Medicaid states.
• Reimbursement Strategy – Execute strategies to maximize product access and reimbursement within state Medicaid programs.
• Medicaid Contract Execution and Management – Negotiate favorable access, contract terms, pricing agreements, and formulary placements with state Medicaid agencies and managed care organizations.
• Medicaid Engagement Strategy – Leverage Medicaid and payer value proposition to obtain appropriate access/formulary positioning among targeted states or accounts.
• Negotiation & Monitoring – Negotiate, execute, and monitor contract initiatives and performance to optimize net sales.
• Data Analysis & Modeling – Use data analysis tools to model the addition of Organon products to customer formularies and evaluate financial impact.
• Stakeholder Relationship Management – Build and maintain relationships with state Medicaid agencies, government officials, PBMs, and advocacy organizations.
• Market Access and Reimbursement Analysis – Analyze reimbursement trends and evaluate policy impacts on product access and reimbursement.
• Formulary Management
  • Collaborate with internal and external stakeholders to secure optimal formulary positions and coverage.
  • Identify competitive threats and develop strategies to ensure optimal coverage.
  • Lead pull-through initiatives and push-through efforts in areas with access challenges.
• Training and Education – Provide training on Medicaid policies, reimbursement guidelines, and program-specific requirements.
• Cross-functional Collaboration – Align strategies with sales, marketing, legal, regulatory affairs, and medical affairs teams.
• Ensure compliance with Organon corporate policies and U.S. healthcare laws and regulations.

• Bachelor’s degree in Business, Marketing, Economics, or Health sciences.
• Five to ten years of account management experience.
• One to three years of people leadership, ideally in field-based sales and/or market access account management, specifically within the Medicaid channel.
• Demonstrated experience gaining formulary access for a launch product at multiple regional and Medicaid payer accounts and PBMs.
• Understanding of Medicaid rebate compliance and reporting obligations.
• Strong strategic mindset to develop and execute reimbursement strategies, identify opportunities, and anticipate challenges.
• Negotiation experience, preferably in competitive primary care and specialty therapeutic areas.
• Analytical mindset and history of leveraging HEOR data to articulate a value story for rapid formulary coverage.
• Strong understanding of the payer…